1Introduction to Contemporary Selling

image_10

Learning Objectives

Selling has changed. The focus of much selling today is on securing, building, and maintaining long-term relationships with profitable customers. To accomplish this, salespeople have to be able to communicate a value proposition that represents the bundle of benefits their customers derive from the product being sold. This value-driven approach to selling will result in customers who are loyal and who want to develop long-term relationships with a salesperson and his or her firm. This chapter provides an overview of the book by way of an integrative Model for Contemporary Selling. ...

Get Contemporary Selling, 5th Edition now with O’Reilly online learning.

O’Reilly members experience live online training, plus books, videos, and digital content from 200+ publishers.